What If You HeaR, “I Work for Hugs?”
The incoming president of the American College of Surgeons started his keynote address with the words, “I work for hugs.” These four words help explain why so many financial advisors have difficulty engaging doctor prospects. How […] Read More
Webinar: With What DOctors SHould You Work?
Would you like to work with more doctor clients? Through my decade of experience helping financial advisors accelerate their growth in the medical market, I can tell you that the most successful advisors do not […] Read More
How do You Beat Your COmpetition?
I was speaking with a frustrated financial advisor who asked, “How can I possibly compete with the national firms who run TV and radio ads? i’m just a small boutique firm.” I told him that I liked […] Read More
Weighing Risks and Rewards of In-Person Meetings
I got a call from a dear friend and colleague who retired a few years ago. While I follow her international travels through her Facebook posts, we haven’t seen each other in years. We reminisced […] Read More
Do Your Clients have Financial PTSD?
I was speaking with a physician friend—let’s call her Jan— who was in a state of panic. How was she going to pay her mortgage? Was she going to lose her house? Jan, like many […] Read More
A Client Acquisition Success Story
A funny thing happened in my small cul-de-sac. And as a student of success, it made me think. As my dog and I headed out for our morning walk, my neighbor Jim was outside observing […] Read More
“I Hate Selling!”
“I hate selling!” I said those words over and over as I made my transition from a practicing surgeon to an entrepreneur two decades ago. I loved what I did in my fledgling consulting business. […] Read More
Are You Testing and Tweaking?
If you’re on my mailling list, you will notice a new look to the newsletter. Gone are the style elements that make the emails look pretty. Why did I do it? I learned that plain […] Read More
How Do You Know You’re Doing a GOod Job?
I remember a scene from my surgical career like it was yesterday. One of my patients—let’s call her Sally— invited her mother Joy to come to town and be there for the birth of her […] Read More
Use These VIdeos to Engage Doctors
The most influential person in a doctor’s life is another doctor. This is one of the 10 Laws of Physician Engagement. High-performing financial advisors harness the power of physician evangelism. Two videos created by the Practice Protection Committee […] Read More